Understanding the Sales Force
APRIL 13, 2016
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching - the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend.
The Sales Hunter
APRIL 12, 2016
Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Problem is we don’t realize it’s a problem until after we’ve encountered […].
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The Pipeline
APRIL 11, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. While most sales people spend 80% of their time and effort pursuing these groups, combined they only make up at most 30% of any given market. The Actively Looking , about 10%, and the Passively Looking , another 20%.
Sales and Marketing Management
APRIL 10, 2016
Issue Date: 2016-04-11. Author: Baker Nanduru, CEO Delighterr. Teaser: When companies connect with customers through emotion, they reap huge returns. And those returns don’t just come from purchases; when companies manage to make an emotional connection, they usually see an increase in customer loyalty, overall customer spend, and referrals. We suggest some basic guidelines that sales and marketing professionals can use to begin doing just that.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Understanding the Sales Force
APRIL 11, 2016
I know. Everyone loves you. You are just so likable that it's inconceivable that you could be disliked. As usual, I see things a bit differently and I'll prove that there is someone that not only dislikes you, but might even hate you. For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! I'll share that with you but first, I must ask you a question.
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The Pipeline
APRIL 14, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . No one likes objections, the number one reason for sales people hating cold calling is the cold reality of the objections. I get it, but when you think about it there are probably five common objections you will face in telephone prospecting. About 80% of the time, 80% people we are calling will go to one of these five objections.
Sales and Marketing Management
APRIL 13, 2016
Issue Date: 2016-04-13. Author: RK Prasad, Co-Founder and CEO, CommLab India. Teaser: Traditional one-off product sales training is no longer adequate. To be effective, it must be supplemented with periodic learning that serves as reinforcement learning - and micro learning sessions that are 5 to 7 minutes long are most effective. Traditional one-off product sales training is no longer adequate.
DiscoverOrg Sales
APRIL 11, 2016
There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” The movie also coined the unforgettable phrase: “Coffee is for closers!”. I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession.
Score More Sales
APRIL 14, 2016
Last night I spoke to a great group in Boston - the Enterprise Sales Meetup and talked about building your brand as a seller. Below are my 9 tips for success. Having a personal brand is critical for success in sales – it is how others can differentiate you when your product or service seems similar to others in the marketplace.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
The Sales Hunter
APRIL 9, 2016
Do you want prospecting skills that set you apart from other salespeople? Recently I talked about this with Andy Paul on his podcast Accelerate! You can hear the full podcast at this link. And definitely catch other episodes of his podcast! Go to this complete list of episodes, and I have no doubt you’ll find […].
Sales and Marketing Management
APRIL 15, 2016
Issue Date: 2016-04-15. Author: Erica Peitler. Teaser: Growing the business is our job as leaders. It's why we get paid “the big bucks.” So why is it, that most of us are woefully unprepared for growth, both in terms of driving for it and capitalizing on it when it presents itself? Growing the business is our job as leaders. It's why we get paid “the big bucks.
Anthony Cole Training
APRIL 14, 2016
Kobe Bryant will be retired from NBA basketball when the final buzzer sounds in tonight’s game against the Utah Jazz. If you are not a basketball fan or sports fan, this may mean nothing to you. My intent is to frame a very important discussion about performance around a living legend of the LA Lakers and NBA.
Score More Sales
APRIL 13, 2016
Do you have all the sales tools you need to grow better and sustainable revenues? No? You are not alone. But what tools to add? It is very confusing in the tech tools space where there are thousands of options to choose from. Just because someone tells you to use a tool, it doesn’t mean it will improve your sales capabilities.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
The Sales Hunter
APRIL 15, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: I […].
Sales and Marketing Management
APRIL 13, 2016
Issue Date: 2016-03-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions. Teaser: Many sales underperformance problems are the result of serious skills gaps in three critical sales conversations - the very conversations they need to master if they want to close profitable deals that will get them to their targets. Many sales underperformance problems are the result of serious skills gaps in three critical sales conversations - the very conversations they need to mas
DiscoverOrg Sales
APRIL 15, 2016
They say “change is the only constant” and that couldn’t be more true than at DiscoverOrg. We constantly strive to be better, faster, stronger – not only as individuals, but also by delivering more value to our customers through a more comprehensive sales intelligence solution that touts improved performance aimed at exceptional user experience.
MTD Sales Training
APRIL 14, 2016
Many salespeople we talk to are happy to discuss their sales techniques and what they do right with their clients. The topics often drift onto which customers they love dealing with and which they would sell to the devil himself if they could. Oftentimes, we take these really great customers for granted. By that I mean we continue getting great results with them but we expect that anyway, and we often forget to treat them as clients who we respect, admire, appreciate and rely on.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
The Sales Hunter
APRIL 10, 2016
It’s time to let go of something. I can’t tell you what that “something” is, but I guarantee you have too much on your plate. What can you let go of? This is all about becoming more focused on the priorities that matter most. Check out the video to see what I mean: […].
Score More Sales
APRIL 11, 2016
Years ago I learned in professional selling to always: •Sell yourself first. •Sell your company second. •Sell your product or service third.
Zoominfo
APRIL 12, 2016
If you received 1,000 leads today, could you turn them into business? How many of those would actually become paying customers and how many would ignore you until they get the energy to say no? The sales industry is caught up in B2B lead generation. Companies harvest leads from lead providers without guaranteeing their ROI. They might think enough leads will equal business, but without the right follow-up process, all companies actually get is radio silence.
Increase Sales
APRIL 9, 2016
Sales managers hold that position to lead the sales team by motivating them to sell. Unfortunately, many in sales management build these 3 sales motivation barriers because they are ignorant of this simple understanding of human motivation – The Theory of Self Determination. Mastery. According to the Theory of Self Determination, human beings are intrinsically motivated to improve themselves through mastery.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Sales Training Connection
APRIL 13, 2016
Winning sales – connect the dots. Often a sale is lost even when the solution is a good fit because the salesperson fails to make the connection between the solution and the customer needs. The seller gets Step 1 right – they develop a good understanding of the customer’s needs. They also provide a good description of the solution so Step 2 is okay.
A Sales Guy
APRIL 10, 2016
Have you ever seen a hamster on a hamster wheel? They are hustling. You can’t argue that! But are they getting anywhere? Exactly, and that’s why this notion of hustle is played out. Look, don’t get me wrong, you have to work YOUR ASS OFF if you want to be successful and the truth is most people won’t and don’t put in the kind of real hard work required.
Cincom Smart Selling
APRIL 14, 2016
You pull into the drive-through, and there is a vaguely menacing, large plastic clown head waiting to take your order. The face lights up, and a scratchy voice emanates from the frozen, grinning face asking, “Would you like to try our combo meal today?”. If you are like me, this kind of honks you off, because all you really want is the “Big Burger,” and the meddlesome, intrusive clown head has kind of screwed up your train of thought.
Increase Sales
APRIL 15, 2016
Once again another SMB owner called me and shared his “sales problem” with me. After 15 minutes of actively listening (which is difficult because my experience with SMB owners suggests he does not have a sales problem), he asked: “Can you help me me with this problem?” I then replied very respectfully “What problem?” “Why sales of course!
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
A Sales Guy
APRIL 9, 2016
The rules to success have changed. If you read this blog, you’ll know I’ve been saying this for quite some time. We’re headlong into the information age. The time when most of us grew up, the industrial age, is well past us, yet far too many of us are clinging to the industrial age, skills and strategies that no longer work for success.
Mindtickle
APRIL 15, 2016
Research says informal learning is most effective. Can we actually design informal learning and have strategies and structures around it, say for new hire orientation? Most experts would agree that a great majority (upwards of 70 percent) of workplace learning is informal. But, designing a formal strategy for informal learning is always a challenge, because of the very nature of informal learning which is serendipitous and unstructured.
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